1. “10 Simple Truths of Finding Great marketing & Advertising Talent That Fit”

2. Background Perspective from 4 career views Agency – Lowe, Brokaw Client – Bob Evans, Sherwin-Williams, Rubbermaid Agency Review Consultant –The Rojek Cutcher Group Executive Search – Brick House Partners LLC 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 2

3. Background Something is wrong Average tenure for a CMO 2004-2007 is 24.3 months More open positions now at CMO than ever before Agency client relationships average 2 years Marketing has lost luster and influence in executive quarters 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 3

4. Background Something is wrong – Why? Short-term results pressure Expectations misalignment Cultural fit misalignment 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 4

5. Background Purpose for this Discussion Re-orient marketing & advertising talent search toward enduring issues; key issues like focus on fit, track record and skills and values, and a transition from "This is what we do" to "This is what we believe”. 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 5

6. Starting point What’s a simple truth It connects intuitively and it matters But do we practice it vigorously? 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 6

7. Simple truth #1- Talent is table stakes. The real difference is the quality of the person and their fit with your company. There is no search so narrow that only one person has the right experience Marketing/advertising is about problem solving and problems…quality people rise to the challenge differently in a consistent manner Fit allows people to activate the company resources effectively 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 7

8. Simple truth #2 - The best experience is circumstantial... getting people who have been through what conditions lie ahead of your business is most important. Category experience is over worked Look harder at the relevance in people’s careers Hire people for what’s ahead versus the issue of now 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 8

9. Simple truth #3 - Courage, curiosity and persuasiveness are the most important characteristics. Marketing and advertising agency work is lonely, early adopter, leadership work Many opportunities for personal standards degradation Curiosity is the intersection of intelligence and passion Thought leadership requires selling 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 9

10. Simple truth #4 – Project candidates into your opportunity. Into the responsibilities Into the group they would lead Into your customers Into your company’s culture Into their collaborative peer group Into the processes and protocols they need to succeed in/with 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 10

11. Simple truth #5 - Different staff solutions are good at different times... pause every time a role is open and evaluate whether it’s a good time for something different. Eliminate inertia-based replacement People are what really change company direction not strategy articulation 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 11

12. Simple truth #6 - Your current team defines the talent you can attract. It’s like college football recruiting How you treat them and their capability are key It doesn’t happen over night…start with a few pillars 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 12

13. Simple truth #7 - Reveal your values...great talent wants a level of humanness and realness. they need to hear and internalize a company’s values. Changing jobs is risky, you need to create trust This creates emotional commitment and that helps negate issues that arise 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 13

14. Simple truth #8 - It's about selling...to get the best talent you need an impactful, well-rounded selling strategy for every search. No such thing as a sellers market for the best talent Share a vision and a challenge 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 14

15. Simple truth #9 - Problems come in small packages... drill deep to find candidates' little deal breakers. Understand how and what candidate’s are emotionally wired to Just like marketing…understand influencers Where are they with other opportunities? Heavy travel has become an issue for candidates Relocation has become an issue for candidates 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 15

16. Simple truth #10 - Make references count…not just a routine Early phase if needed for additional candidate perspective Ask references to rate a candidate on key dimensions and derive strengths/weaknesses and issues from this Ask references to project a candidate into your opportunity 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 16

17. How To Contact Us Ralph Cutcher 8590 Cardinal Drive Kirtland, OH 44094 Telephone: 440/256-3410 Fax: 440/256-3490 E-mail: rcutcher@brickhousepartners.netrcutcher@brickhousepartners.net 10 Simple Truths of Finding Great marketing & Advertising Talent That Fit 17